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Monthly Archives: January 2017

Making your Face-to-Face meetings productive

Last week I was on a call with a member.   I asked him how things were going in his group.  He said, “Bart things are great. It is working. ”  Then, he paused.  When he paused I said, “You paused.  What is the but….?”

He spent the next few minutes complaining about 2 members in the group.  He had recently […]

By |January 17th, 2017|Uncategorized|0 Comments|

Don’t discount the small referrals

Recently,  I heard a great story from A.L. Kawaja, a financial advisor since 1999.  He told a story about one of his best clients and how he got them.

When he first started in the business he had a gentlemen walk-in who wanted to buy $5000 worth of Abercrombie & Fitch stock.

A.L. said, “I took the time to get to know the guy.  […]

What Should I do for my Next Presentation?

I often get asked, “What do you recommend I focus on for my next presentation in my group?”

Over the last decade I’ve seen a lot of great presentations.  I’ve seen a lot of poor ones as well, and  I’ve noticed some themes and topics that have consistently been more effective.

Begin with the end in mind.   The most effective […]

Steps in Giving a Referral

Our goal when we give a referral should be to always set it up as well as we can for all parties involved (prospective customer and the referral recipient).   It is important to try to set things up properly on the front end to avoid confusion and to make sure giving the referral makes you look good.

Here are […]

Not Getting Enough Referrals

I often get asked, “Why am I not getting referrals?”

It takes me back about a decade ago when  I was working with someone in a group.  In year one, he got one referral.  They didn’t trust him yet.  In year two, he got a lot more referrals including a HUGE referral that resulted in a over a $30,000 commission.  […]